by The Center for Sales Strategy, on May 10, 2013
by Mike Anderson, on May 8, 2013
by Jim Hopes, on May 7, 2013
I think you will agree with me that your success in securing appointments will be directly proportionate to how compelling your message is to your prospect. We always recommend you develop a very strong valid business reason regardless of how you deliver it.
by Demrie Henry, on April 30, 2013
If you’ve come to realize that the amount of time you’re spending to “manage” an incessantly needy client far outweighs the amount of revenue they represent for your company… it's time to think about firing them.
by John Henley, on April 16, 2013
I see this happening all the time. You may not stop to think about it, but it’s probably happened to you.
by Mike Anderson, on April 15, 2013
On a recent market assignment, I overheard a group of salespeople talking about a sales contest. More precisely, they were complaining about a sales contest.
by Alina McComas, on April 10, 2013
A couple of months ago, I registered to compete in a triathlon. As I began training for the three-sport event, I quickly began to notice similarities between how I was preparing for the race and sales. So what do they have in common? More than you might realize… let me share my story with you.
by Demrie Henry, on April 8, 2013
If you were to ask 100 salespeople why they hate sales meetings, and then take all of their reasons and put them in a giant pot, fill it with water, and turn up the heat… the myriad of responses would all boil down to one and only one reason; they believe they’re a waste of their time!
by Mike Anderson, on April 4, 2013
by John Henley, on April 3, 2013
Improve your sales performance. Sales managers can gain unique perpsectives on hiring and developing more effective sales teams. Salespeople can improve their approach to getting more appointments with target prospects, uncovering desired business results, and engaging clients in a collaborative process that leads to the sale.